If you’re like most marketers we work with, you’re
probably struggling with the best ways to help your
salespeople have more meaningful conversations
with customers and prospects.
IN THIS SUMMARY
A successful sales call takes talent and effort. Marketing, sales strategy, preparation, technical expertise, business knowledge, keeping pace with technology, fast access to accurate information, drive, and the ability to tap into all available company resources are all critical factors for success. In Perfect Selling, Linda Richardson presents a five step plan for success and suggests that nothing can have a greater impact on increasing sales results than improving what happens when a salesperson and customer are “in the moment” during the sales call. Throughout her book, she explores the five steps in great detail that will serve as a road map for all future sales calls.
SUBSCRIBE TODAY
http://www.bizsum.com/summaries/perfect-selling
Boost Your Marketing Strategies with Brochure PrintingCereusGraphics
If you are working upon marketing & promotion of your business, then what will you do to make it effective? Can you jot down the elements to be included in marketing strategy, which would be important for your business?
Virtual selling is here to stay. Even if and when we do return to the office, buyer behaviors have changed for good. According to McKinsey Research, up to 80% of B2B buyers would rather interact remotely when purchasing. Virtual selling isn’t going away any time soon. In fact, it’s the new standard.
But is your virtual selling strategy up to snuff? In this slide guide, you’ll learn everything you need to know about virtual selling.
You can get more in-depth guidance over on our blog: https://bit.ly/3uDbn3Z
The document discusses various aspects of developing a traditional marketing strategy for a business, including defining the brand, creating an effective tagline, developing marketing collateral, measuring return on investment (ROI), and creating a marketing plan. It provides tips on defining the brand in terms of customer perception rather than company definition, creating a memorable and distinctive tagline, developing consistent branding across marketing materials, tracking metrics to measure ROI, and investing 5-10% of annual revenue into marketing.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
The document discusses Declare Communications and their approach to sales enablement called MASTERS. It describes how the changing B2B sales landscape requires a managed approach to sales enablement. MASTERS provides integrated services to develop and deliver sales enablement programs that connect business strategy to sales execution. It focuses on understanding customer needs and empowering the sales team with relevant content, tools and training.
Are you a sales star? 10 Hacks to master your Sales Presentation!Animaker .com
Becoming a sales star is not an easy task. Here are 10 hacks for you to can implement in your sales presentation and become the sales star of your company
The document provides guidance on how to create an effective sales presentation. It discusses that the goal of a presentation is to prove your product can meet customer needs. There are three crucial steps - discuss features/benefits, present marketing plan, and explain business proposition. It also outlines the different elements of an effective presentation, including demonstrations, participation, visual aids, dramatization, and proof. The document stresses capturing attention, creating two-way communication, and involving the prospect.
IN THIS SUMMARY
A successful sales call takes talent and effort. Marketing, sales strategy, preparation, technical expertise, business knowledge, keeping pace with technology, fast access to accurate information, drive, and the ability to tap into all available company resources are all critical factors for success. In Perfect Selling, Linda Richardson presents a five step plan for success and suggests that nothing can have a greater impact on increasing sales results than improving what happens when a salesperson and customer are “in the moment” during the sales call. Throughout her book, she explores the five steps in great detail that will serve as a road map for all future sales calls.
SUBSCRIBE TODAY
http://www.bizsum.com/summaries/perfect-selling
Boost Your Marketing Strategies with Brochure PrintingCereusGraphics
If you are working upon marketing & promotion of your business, then what will you do to make it effective? Can you jot down the elements to be included in marketing strategy, which would be important for your business?
Virtual selling is here to stay. Even if and when we do return to the office, buyer behaviors have changed for good. According to McKinsey Research, up to 80% of B2B buyers would rather interact remotely when purchasing. Virtual selling isn’t going away any time soon. In fact, it’s the new standard.
But is your virtual selling strategy up to snuff? In this slide guide, you’ll learn everything you need to know about virtual selling.
You can get more in-depth guidance over on our blog: https://bit.ly/3uDbn3Z
The document discusses various aspects of developing a traditional marketing strategy for a business, including defining the brand, creating an effective tagline, developing marketing collateral, measuring return on investment (ROI), and creating a marketing plan. It provides tips on defining the brand in terms of customer perception rather than company definition, creating a memorable and distinctive tagline, developing consistent branding across marketing materials, tracking metrics to measure ROI, and investing 5-10% of annual revenue into marketing.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
The document discusses Declare Communications and their approach to sales enablement called MASTERS. It describes how the changing B2B sales landscape requires a managed approach to sales enablement. MASTERS provides integrated services to develop and deliver sales enablement programs that connect business strategy to sales execution. It focuses on understanding customer needs and empowering the sales team with relevant content, tools and training.
Are you a sales star? 10 Hacks to master your Sales Presentation!Animaker .com
Becoming a sales star is not an easy task. Here are 10 hacks for you to can implement in your sales presentation and become the sales star of your company
The document provides guidance on how to create an effective sales presentation. It discusses that the goal of a presentation is to prove your product can meet customer needs. There are three crucial steps - discuss features/benefits, present marketing plan, and explain business proposition. It also outlines the different elements of an effective presentation, including demonstrations, participation, visual aids, dramatization, and proof. The document stresses capturing attention, creating two-way communication, and involving the prospect.
“Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow. We’re constantly striving to conquer new sales challenges, close new deals, and shatter old records.” ~ Ken Krogue, InsideSales.com
Leading mechanism and magic training! uncover the secrets of top mentalists & magician. How to do grand illusions, discover hypnosis hacks,card tricks, bar tricks & more....
Increasing your website’s traffic is already a time-consuming task that will take up enough of your time. So, you need to make sure that traffic converts into sales, right?
Thankfully, there are drop-dead simple ways of capturing attention, boosting conversion rates, and ultimately, maximizing your profits without breaking the bank, or spending a lot of time tweaking your traffic campaigns.
In fact, the conversion-boosting hacks featured in this report are ones that you can easily implement into your existing website without spending more than a couple of hours tightening up a few weak areas so that you can transform your business in just a matter of a few short days. Does that sound like something you’d be interested in?
PowerPoint Hacks for Rookies: 4 Must Consider Aspects24Slides
While there are many things you should consider to create a spectacular presentation, there are 4 non-negotiable aspects you should keep in mind first.
This document provides tips and sample answers for common sales interview questions. Some key points covered include:
- How to present a new product by highlighting relevant experience and doing research on the industry.
- Answering questions about likes/dislikes in the sales process by focusing on strengths and finding solutions to problems.
- Explaining leaving previous jobs by mentioning lack of growth opportunities rather than speaking negatively.
- Emphasizing skills, experience, and motivation when asked why the company should hire you.
- Having goals of advancing to specific roles in a few years when discussing career goals.
- Admitting to small, resolved mistakes at previous jobs and what was learned from the experience.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
DO YOU HAVE A FEAR OF ASKING QUESTIONS DURING SALES?jerianasmith
I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons the prospect should do business with them. We all need to ask clients questions concerning budget, the decision-making process, and what the next steps should be. Even rapport and relationship building are best built by asking questions. People like to talk about themselves; if you keep the questions coming, you are more likely to make a positive impact on your prospects.
Pareto Law's Top Tips: High Impact PresentingPareto Law
The ability to present information clearly and effectively is an essential skill in the salesperson’s toolkit. In many cases, the strength of a presentation can be the difference between success and failure. Your next deal is subject to a great first impression and a lasting one at that; but all too often a good message gets clouded by bad delivery. No matter how good a pitch is, if it isn’t presented with conviction, power and confidence then there’s little chance it will get heard. Those who master the art of presenting deliver high impact and persuasive messages with style and substance, putting them a step ahead of the competition and a stride closer to the deal. Here, Pareto Law explains how you can learn to present effectively, with maximum impact.
suitable day ,
Thank to offer us remarkable and thoughts boggling Platform for sharing records and
except supply information and i moreover advocated to humans.we're a proud Canadian very very personal and operated print employer. We provide entire company layout, print, signage and promotional products to private and business business organization customers. With over ten years of revel in and modern-day technology, we are one of the critical print company provider. Print fast offers an appropriate on line Printing Platform for obtaining private, promotional, business organization, and informational print products at the lowest fees.
for more information please go to our internet site:-
Building the-marketing-plan-blueprint-hubspotkhibinite
This document provides guidance on building a marketing plan for startups, including messaging, infrastructure, demand generation activities, staffing, timeline, and budget. It recommends developing user personas, a positioning statement, and mission statement to guide messaging. Infrastructure should include integrated tools like Salesforce and HubSpot. The sales process should be mapped and bottlenecks addressed. A balanced approach to demand generation includes inbound, outbound, and sales prospecting activities. Metrics and testing different content and activities are important.
The document summarizes a workshop on cause marketing and selling. It provides definitions of cause marketing, framing it as a mutually beneficial partnership between non-profits and companies. It emphasizes having "Causersations" rather than sales pitches, focusing on listening to understand a company's goals and finding synergies. The workshop covered developing a proactive outreach plan, knowing why companies partner with causes, and pitching frameworks. It ended with mock pitches and analysis.
1) The document discusses how to automate a B2B sales process through 5 steps: defining the customer buying process, sales stages, targeted outcomes for each stage, required actions for each stage, and tools needed for each stage.
2) Key aspects of the sales process include understanding the customer's perspective through their "jobs" at each stage as well as defining sales stages that match the customer buying process.
3) Tools mentioned that can help automate parts of the sales process include prewritten emails, sales presentations, ROI calculations, content like blogs and whitepapers, and CRM systems to track opportunities and automate some communications.
The document describes a sales training program with multiple modules focused on different levels from beginners to experienced sales managers. The program includes modules that focus on exploration and selling, listening, objections, negotiation, managing client expectations, and business development. It provides details on the topics covered, outcomes of each module, and highlights of different programs within the sales training process that are tailored for different experience levels and roles.
1. The document provides guidance for product managers on how to effectively do their job.
2. It emphasizes that product managers should present the right problems to developers, choose the most impactful work, and inspire and enable their developers.
3. Additionally, it stresses the importance of understanding customers, tracking key metrics like bugs and reliability, gaining advocates across the organization, and demonstrating passion when presenting.
Business development involves creating long-term value for a company through customers, markets, and relationships. This includes generating cash, opportunities, sustainability, competitive advantage, customer discovery, debt repayment, problem solving, and building strategic alliances. Business development is a strategic activity focused on growth, not just sales. Effective communication, both personal and professional, is important for business development and relies more on how something is said rather than just what is said. Key factors like employee and customer satisfaction, productivity, efficiency, and culture are also essential for business growth and success.
Elements of a Great Sales Presentation - Chapter 11 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
How to Create a Strong Value Proposition Design for B2B - It's all about the ...Daniel Nilsson
You need to stand out in 3 seconds - The competition is fierce and you need to be able to catch interest in less than 3 seconds and then keep it. This is true no matter if you are creating a message for a presentation, the web, a speech or a video.
Most likely you do the following misstakes today
- You start a presentation with a company overview
- You start a presentation about your product
- Your webpage is all about your product
ä You have more then 10 words on your power point slide
Tools the super professionals use will be yours
In this presentation you will learn how to create amazing B2B Value Propositions Designs that will not only say what you need to say but will catch the interest of the person you are trying to reach in a totally new way. I will show you 4 tools that the super professionals use and how to use them.
I created this presentation after doing extensive research on how to create a strong value proposition. The data I have reviewed are from marketing experts, Gartner, reports and my own personal experience creating value propositions.
The purpose of the presentation is to share my conclusions on how to build a strong value proposition.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To view a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
The document provides an overview of an upcoming Sales Boot Camp organized by the MIT Venture Mentoring Service. The objectives of the boot camp are to provide entrepreneurs with foundational sales concepts, mechanics, and strategies that they can apply to land their first customers. The agenda covers topics such as basic sales concepts, closing deals, sales organizations, and the sales toolkit. The boot camp is designed to help startups incorporate a sales mindset into their company culture in order to acquire customers and generate revenue.
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
This document discusses the importance of effective company messaging and outlines different types of messages companies should develop. It identifies "Out Messaging", which communicates what the company does at a high level, and "Up Messaging", which positions the company as a thought leader. It also discusses "Solutions Messaging" to promote integrated solutions. Developing these messages requires understanding customers and mapping messages to capabilities. Outsourcing can help companies with limited customer-facing resources to properly develop compelling messages.
A music video is a filmed presentation that accompanies and promotes a song. Modern music videos are used primarily for promotional purposes to generate more sales and exposure for artists. The first known music videos date back to the 1920s-1950s, but the genre became truly established in the 1980s with the rise of MTV, which helped popularize music videos and their use in marketing songs and artists.
“Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow. We’re constantly striving to conquer new sales challenges, close new deals, and shatter old records.” ~ Ken Krogue, InsideSales.com
Leading mechanism and magic training! uncover the secrets of top mentalists & magician. How to do grand illusions, discover hypnosis hacks,card tricks, bar tricks & more....
Increasing your website’s traffic is already a time-consuming task that will take up enough of your time. So, you need to make sure that traffic converts into sales, right?
Thankfully, there are drop-dead simple ways of capturing attention, boosting conversion rates, and ultimately, maximizing your profits without breaking the bank, or spending a lot of time tweaking your traffic campaigns.
In fact, the conversion-boosting hacks featured in this report are ones that you can easily implement into your existing website without spending more than a couple of hours tightening up a few weak areas so that you can transform your business in just a matter of a few short days. Does that sound like something you’d be interested in?
PowerPoint Hacks for Rookies: 4 Must Consider Aspects24Slides
While there are many things you should consider to create a spectacular presentation, there are 4 non-negotiable aspects you should keep in mind first.
This document provides tips and sample answers for common sales interview questions. Some key points covered include:
- How to present a new product by highlighting relevant experience and doing research on the industry.
- Answering questions about likes/dislikes in the sales process by focusing on strengths and finding solutions to problems.
- Explaining leaving previous jobs by mentioning lack of growth opportunities rather than speaking negatively.
- Emphasizing skills, experience, and motivation when asked why the company should hire you.
- Having goals of advancing to specific roles in a few years when discussing career goals.
- Admitting to small, resolved mistakes at previous jobs and what was learned from the experience.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
DO YOU HAVE A FEAR OF ASKING QUESTIONS DURING SALES?jerianasmith
I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons the prospect should do business with them. We all need to ask clients questions concerning budget, the decision-making process, and what the next steps should be. Even rapport and relationship building are best built by asking questions. People like to talk about themselves; if you keep the questions coming, you are more likely to make a positive impact on your prospects.
Pareto Law's Top Tips: High Impact PresentingPareto Law
The ability to present information clearly and effectively is an essential skill in the salesperson’s toolkit. In many cases, the strength of a presentation can be the difference between success and failure. Your next deal is subject to a great first impression and a lasting one at that; but all too often a good message gets clouded by bad delivery. No matter how good a pitch is, if it isn’t presented with conviction, power and confidence then there’s little chance it will get heard. Those who master the art of presenting deliver high impact and persuasive messages with style and substance, putting them a step ahead of the competition and a stride closer to the deal. Here, Pareto Law explains how you can learn to present effectively, with maximum impact.
suitable day ,
Thank to offer us remarkable and thoughts boggling Platform for sharing records and
except supply information and i moreover advocated to humans.we're a proud Canadian very very personal and operated print employer. We provide entire company layout, print, signage and promotional products to private and business business organization customers. With over ten years of revel in and modern-day technology, we are one of the critical print company provider. Print fast offers an appropriate on line Printing Platform for obtaining private, promotional, business organization, and informational print products at the lowest fees.
for more information please go to our internet site:-
Building the-marketing-plan-blueprint-hubspotkhibinite
This document provides guidance on building a marketing plan for startups, including messaging, infrastructure, demand generation activities, staffing, timeline, and budget. It recommends developing user personas, a positioning statement, and mission statement to guide messaging. Infrastructure should include integrated tools like Salesforce and HubSpot. The sales process should be mapped and bottlenecks addressed. A balanced approach to demand generation includes inbound, outbound, and sales prospecting activities. Metrics and testing different content and activities are important.
The document summarizes a workshop on cause marketing and selling. It provides definitions of cause marketing, framing it as a mutually beneficial partnership between non-profits and companies. It emphasizes having "Causersations" rather than sales pitches, focusing on listening to understand a company's goals and finding synergies. The workshop covered developing a proactive outreach plan, knowing why companies partner with causes, and pitching frameworks. It ended with mock pitches and analysis.
1) The document discusses how to automate a B2B sales process through 5 steps: defining the customer buying process, sales stages, targeted outcomes for each stage, required actions for each stage, and tools needed for each stage.
2) Key aspects of the sales process include understanding the customer's perspective through their "jobs" at each stage as well as defining sales stages that match the customer buying process.
3) Tools mentioned that can help automate parts of the sales process include prewritten emails, sales presentations, ROI calculations, content like blogs and whitepapers, and CRM systems to track opportunities and automate some communications.
The document describes a sales training program with multiple modules focused on different levels from beginners to experienced sales managers. The program includes modules that focus on exploration and selling, listening, objections, negotiation, managing client expectations, and business development. It provides details on the topics covered, outcomes of each module, and highlights of different programs within the sales training process that are tailored for different experience levels and roles.
1. The document provides guidance for product managers on how to effectively do their job.
2. It emphasizes that product managers should present the right problems to developers, choose the most impactful work, and inspire and enable their developers.
3. Additionally, it stresses the importance of understanding customers, tracking key metrics like bugs and reliability, gaining advocates across the organization, and demonstrating passion when presenting.
Business development involves creating long-term value for a company through customers, markets, and relationships. This includes generating cash, opportunities, sustainability, competitive advantage, customer discovery, debt repayment, problem solving, and building strategic alliances. Business development is a strategic activity focused on growth, not just sales. Effective communication, both personal and professional, is important for business development and relies more on how something is said rather than just what is said. Key factors like employee and customer satisfaction, productivity, efficiency, and culture are also essential for business growth and success.
Elements of a Great Sales Presentation - Chapter 11 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
How to Create a Strong Value Proposition Design for B2B - It's all about the ...Daniel Nilsson
You need to stand out in 3 seconds - The competition is fierce and you need to be able to catch interest in less than 3 seconds and then keep it. This is true no matter if you are creating a message for a presentation, the web, a speech or a video.
Most likely you do the following misstakes today
- You start a presentation with a company overview
- You start a presentation about your product
- Your webpage is all about your product
ä You have more then 10 words on your power point slide
Tools the super professionals use will be yours
In this presentation you will learn how to create amazing B2B Value Propositions Designs that will not only say what you need to say but will catch the interest of the person you are trying to reach in a totally new way. I will show you 4 tools that the super professionals use and how to use them.
I created this presentation after doing extensive research on how to create a strong value proposition. The data I have reviewed are from marketing experts, Gartner, reports and my own personal experience creating value propositions.
The purpose of the presentation is to share my conclusions on how to build a strong value proposition.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To view a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
The document provides an overview of an upcoming Sales Boot Camp organized by the MIT Venture Mentoring Service. The objectives of the boot camp are to provide entrepreneurs with foundational sales concepts, mechanics, and strategies that they can apply to land their first customers. The agenda covers topics such as basic sales concepts, closing deals, sales organizations, and the sales toolkit. The boot camp is designed to help startups incorporate a sales mindset into their company culture in order to acquire customers and generate revenue.
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
This document discusses the importance of effective company messaging and outlines different types of messages companies should develop. It identifies "Out Messaging", which communicates what the company does at a high level, and "Up Messaging", which positions the company as a thought leader. It also discusses "Solutions Messaging" to promote integrated solutions. Developing these messages requires understanding customers and mapping messages to capabilities. Outsourcing can help companies with limited customer-facing resources to properly develop compelling messages.
A music video is a filmed presentation that accompanies and promotes a song. Modern music videos are used primarily for promotional purposes to generate more sales and exposure for artists. The first known music videos date back to the 1920s-1950s, but the genre became truly established in the 1980s with the rise of MTV, which helped popularize music videos and their use in marketing songs and artists.
Can Philanthropy and Fundrasing Fix our Inequality?: Exploring Philanthropy's...Roy Y. Chan
Philanthropy plays an important but complex role in higher education in the United States. While private donations to universities can increase access and resources, they may also exacerbate inequality between institutions and students. Mega-gifts from wealthy donors tend to benefit elite private universities with large endowments the most, widening gaps compared to less selective public schools. There is debate around whether philanthropy aims to reduce inequality through opportunities like scholarships, or reinforce it by further concentrating resources at already wealthy institutions attended by socioeconomically advantaged students. The impact likely depends on how and where donations are targeted.
The document discusses the target audience for a music video being produced. The target audience is 15-25 year olds, with a focus on females as the song is sung from a female perspective. Most of the target audience will be students with part-time jobs and limited income, so the free distribution of the video on YouTube is ideal. They will likely enjoy popular artists like Beyonce, Usher, and Ciara, as well as movies and TV shows trending with teenagers. The goal is for the narrative video's relatable story of a teenage girl seeking a guy's attention to provide escapism and enjoyment to the audience.
The document discusses the conventions used in real music videos, albums, and advertisements and how the creator incorporated or adapted those conventions for their own media products. For their music video, they followed conventions like including a narrative and performance elements but adapted conventions by avoiding objectifying or sexualizing women. For their album digipak, they included conventions like featuring the artist prominently but adapted conventions by using a simplistic design. And for their advertisement, they included key information conventions but adapted the shape to be square rather than portrait. The goal of adapting some conventions was to make the products unique while still appealing to the target audience.
Business Education and Catholic Higher Education: Examining the Effects of Un...Roy Y. Chan
This document discusses business education at Catholic universities in the United States. It notes that while business degrees are popular, few top business programs are at Catholic schools. It examines how two Catholic business schools, the Catholic University of America and University of Dayton, approach integrating Catholic identity and principles. The Catholic University of America more explicitly focuses on Catholic social teaching, morality, and the common good. The University of Dayton's approach is more similar to secular schools. The document argues Catholic business schools should do more to develop faculty and curriculum grounded in Catholic social thought to distinguish their mission and educate ethical leaders.
Engaging Young Alumni: Millennials Participation in Homecoming Events at Indi...Roy Y. Chan
Chan, R. Y. (2016). "Engaging Young Alumni: Millennials Participation in Homecoming Events at Indiana University, Bloomington." Presented at the 2016 NASPA Student Affairs Fundraising Conference, Columbus, OH.
1. Music videos demonstrate genre characteristics through elements like stage performances in metal videos, dance routines in hip hop videos, and aspirations portrayed in hip hop videos.
2. The relationship between lyrics and visuals can be illustrative, amplifying, or contradictory. Illustrative visuals simply demonstrate the lyrics, while amplifying visuals enhance the lyrics and contradictory visuals are random compared to the lyrics.
3. Many music videos contain intertextual references to other music videos, films, and TV shows through clips or stylistic influences.
College Inequality, College Test Preparation, Private Tutoring, and Shadow Ed...Roy Y. Chan
This document outlines a research proposal on college test preparation and shadow education systems in China and India. It begins with two main research questions focusing on the drivers of private tutoring demand and how shadow education relates to social status and university admissions. The literature review provides definitions of key terms like shadow education and discusses mixed findings on the impact of private tutoring on academic achievement. It also examines how family background and prestige-oriented views influence university attendance. Overall, the proposal aims to analyze the size and impact of shadow education in China and India in relation to academic performance and social outcomes.
This document discusses how companies can better differentiate themselves and increase revenues through "Thoughtful Selling". It notes that customers now find most product information online beforehand, so companies need to close the "insight gap" between their brand and products by providing unique insights. It recommends categorizing customers into "Take Us Forward", "Model It", and "Prove It" groups and matching insights to each group's needs. Additionally, it emphasizes aligning marketing campaigns and sales conversations by integrating efforts between departments to create high-performance programs grounded in unique insights.
Higher Education and the Public Good: An Analysis of the Economic and Social ...Roy Y. Chan
Chan, R. Y. (November 2016). Higher Education and the Public Good: An Analysis of the Economic and Social Benefits for Completing a College Degree. Scholarly paper presented at the Association for the Study of Higher Education (ASHE) 2016 Annual Conference, Columbus, OH.
10 Secrets to a Successful Sales Meeting by Mark Hunter "The Sales Hunter"Mark Hunter
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6 ways to achieve sales and marketing alignment throughout the buyer's journeyxoombi
Alignment between Marketing and Sales is potentially the largest opportunity for improving business performance today. When marketing and sales teams unite around a single buyer's journey, they dramatically improve marketing ROI, sales productivity, and, most importantly, top-line growth.
This document provides tips for sales team managers to maximize return on investment from their sales teams. It recommends supplying salespeople with administrative assistants to allow them to focus solely on selling. This will boost productivity and results through more sales wins. It also suggests analyzing sales roles to minimize unpleasant tasks, providing all necessary tools upfront, fueling the sales cycle with new leads, and keeping salespeople focused on customers rather than administrative work. Hiring the right people with extensive networks and a proven track record of success is also key to optimizing performance.
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
This document provides 22 tips for improving sales readiness. It discusses the importance of formalizing sales onboarding programs, using blended learning approaches that combine in-person and online training, making training content mobile accessible, gamifying training to increase engagement, focusing training on understanding the buyer's perspective and needs, prioritizing selling skills training, providing continuous reinforcement of skills through ongoing training, leveraging social selling and sharing of success stories, tailoring training and messaging for specific buyer personas, using video for engaging and memorable training, providing guidance on conducting value-added conversations, and ensuring training content is easily accessible anytime from any device. The goal is to equip sales reps with the necessary skills, knowledge, and resources to have successful conversations that
Izkušnje podjetja NiceLabel s prehodom na inbound marketing. Potrebno se je osredotočiti na svoje kupce in na poslovne cilje, ne pa na tehnologijo. Najprej si postavite jasen cilj in potem razmislimo kaj bomo merili. Pomembno je poznati svoje stranke in njihov nakupni proces. ugotoviti moramo, kdo je naš kupec.
Details of the training courses run by The Burns Unit tlc. We run both face to face courses or via 90 min Zoom sessions for the advertising and marketing community
This document provides guidance on designing an effective sales process for B2B sales. It discusses defining the customer buying process, sales stages, objectives for each stage, required actions, and tools. Examples of sales and marketing tools are given. The author recommends defining the sales process, continuously improving it, and ensuring success factors like assigning responsibility and qualifying prospects are followed. Three recommended sales tools are Hubspot Sales for email tracking, Calendly for scheduling meetings, and Wunderlist for task management.
This document provides information on sales and negotiation training courses offered by Huthwaite from January to June 2017. It summarizes several 2-3 day courses teaching skills like SPIN selling, negotiation, account strategy, and pitching. The SPIN selling course in particular is described as teaching consultants how to structure conversations around customer needs through the proven SPIN model of asking situation, problem, implication, and need-payoff questions.
The document provides guidance on how to effectively pitch an idea or business to investors. It recommends preparing a concise pitch deck that summarizes the key points of the business plan, products/services, financial projections, and funding needs. The pitch deck should tell the story of the idea/business and spark investor interest to obtain further meetings. The goal is not necessarily to raise funds, but to get to the next stage of evaluation. The document outlines 11 essential components to include in the pitch deck, such as the value proposition, problem, solution, target market, revenue model, and competition. It also notes important presentation tips like keeping the pitch simple, telling a compelling story, and being prepared to provide additional documentation if requested.
Sales Methodologies - A quick guide to boosting success - realSociableDalia Asterbadi
The document discusses the top 6 sales methodologies used today: SPIN Selling, Conceptual Selling, SNAP Selling, Solution Selling, Customer Centric Selling, and Challenger Selling. It provides an overview of each methodology and tips for how to effectively utilize them. It also discusses how technology like realSociable can help salespeople implement the methodologies by providing business intelligence, maximizing online opportunities, and reducing administrative work to focus on relationships. The document advocates integrating technology with sales methodologies to create velocity while maintaining a relationship-driven approach.
Successful selling in a new market or new business is a blend of art and science, creativity and discipline. But no matter what you’re selling, and to whom, a certain foundation of core strategies can get you off on the right track and accelerate your path to customer and revenue growth.
Sales for Startups gives entrepreneurs, business owners and startup leaders a set of fundamental sales tools, processes and best practices to begin selling and producing results fast, with a foundation in place that can facilitate rapid scalability. Whether you’re building a sales effort from scratch or looking to improve an existing team, this book will give you specific new ideas and insights to hit and exceed your number.
7 Tips to Get the Most Out of Your Outsourced Marketing FirmTribalVision
The document provides 7 tips for clients to get the most out of their relationship with an outsourced marketing firm: 1) Designate a single point person to manage the firm rather than a committee. 2) Prioritize developing a long-term marketing strategy before focusing on tactics. 3) Stay focused on executing the agreed-upon strategy without getting distracted. 4) Have internal staff write content drafts for the firm to refine rather than expecting the firm to write content. 5) Treat the firm with kindness rather than being overly demanding. 6) Provide an appropriate budget and resources for initiatives to succeed. 7) Reserve menial tasks for internal staff and have the firm focus on more sophisticated work.
This training proposal outlines a two-week training program for a newly hired wholesale account manager at an adult novelty company. The training will include shadowing junior and senior account managers, learning about the company structure and products from marketing, and training on sales skills. Various methods like role playing and feedback sessions will be used. The goal is to prepare the trainee to independently manage accounts and make sales calls by the end of the training.
Rebranding: A 4 Step Plan for B2B MarketersTodd Ebert
Your brand has huge strategic importance for improving your competitive position, engaging more prospects and ultimately winning more customers. So that’s why I wrote this ebook, “Rebranding: A 4-Step Plan for B2B Marketers”. In the book, I lay out detailed how-to’s for pulling off every part of a rebranding from aligning your leadership around the brand to launching it internally and externally. You’ll discover examples of what my team and I did to make MultiView’s rebranding successful at every stage. I’ve also included a scorecard for selecting your digital agency and a checklist for making sure you have all your bases covered. I hope you find the content helpful and if you have any questions, please DM me on Twitter @ToddEbert. I’d be happy to share my experience having done this several times.
Effective Marketing & Branding: 8 Tips to Make Your Company Stand OutLaunch Team Inc.
From company startup through expansion, you must establish a clear marketing plan and distinct corporate brand in order to grow. These 8 tips will help you stand out among competitors.
At Beloved Brands, we make brands stronger and we make brand leaders smarter. We can build a Brand Management Training Program, to unleash the full potential of your team.
1. Strategic Thinking
2, Creating a Beloved Brand
3. Consumer Centricity
4. Brand Positioning
5. Brand Plans
6. Creative Briefs
7. Brand Analytics and the business review
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9. Strategic Media Plans
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This document discusses strategies for improving a sales organization's ability to sell solutions to senior-level executives. It introduces the ONE process which includes three components: obtaining insights about customers, navigating for access to senior executives, and elevating the dialogue during meetings. Specific tactics are provided for each component, such as conducting online and internal research, gaining introductions from champions, and giving prescriptive presentations. The document also discusses alternatives like creating a specialized sales force focused on senior executives or leveraging subject matter experts to engage with certain senior roles. The goal is to help salespeople succeed in selling solutions by selling at a higher, more strategic level within customers.
Similar to Five Quick Tips for Creating Conversations Salespeople Will Use (20)
Build marketing products across the customer journey to grow your business and build a relationship with your customer. For example you can build graders, calculators, quizzes, recommendations, chatbots or AR apps. Things like Hubspot's free marketing grader, Moz's site analyzer, VenturePact's mobile app cost calculator, new york times's dialect quiz, Ikea's AR app, L'Oreal's AR app and Nike's fitness apps. All of these examples are free tools that help drive engagement with your brand, build an audience and generate leads for your core business by adding value to a customer during a micro-moment.
Key Takeaways:
Learn how to use specific GPTs to help you Learn how to build your own marketing tools
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How AI changes the marketing game
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Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
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This description outlines the scope, structure, and focus of the paper, giving readers a clear understanding of what to expect and why the topic of marketing software is important and relevant in contemporary marketing practices.
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Key Takeaways:
1. Effective techniques to increase your brand's visibility across various online platforms.
2. Strategies for optimizing social media profiles and content to maximize reach and engagement.
3. Insights into leveraging SEO best practices to improve search engine rankings and drive organic traffic.
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The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
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Check out this insightful webinar exploring the newfound importance of Reddit in the digital marketing landscape. Learn how these changes make Reddit an essential platform for getting your brand and content in front of evolving search audiences.
You’ll hear:
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Don't miss this opportunity to stay ahead of the curve and leverage Reddit for your brand's success.
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Spotify: Revolutionizing the Music Streaming Industry
Five Quick Tips for Creating Conversations Salespeople Will Use
1. Five Quick Tips for Creating
Conversations Salespeople
Will Use
If you’re like most marketers we work with, you’re
probably struggling with the best ways to help your
salespeople have more meaningful conversations
with customers and prospects. Perhaps you believe
your salespeople sell too tactically, offering piecemeal
solutions and missing the opportunity to serve in a
more trusted advisor role. Or perhaps you have great
salespeople, but their messages are inconsistent
across the field and not reflective of corporate strategy
and vision.
Effectively articulating any company’s true business
value is a challenge for even the best salespeople.
So, what percentage of your sales organization can
engage customers in discussions that carry them from
high-level challenges down to individual solution areas
without leaving the customer lost in translation?
When connecting the dots from marketing vision to
sales execution, you can use these five quick tips for
creating scripted conversations to help salespeople
more effectively communicate your company’s business
value to customers and prospects:
1. Avoid using your own company’s
“corporate speak.”
Many companies have developed messaging at the
corporate level, which likely includes the invention
of your own unique term and associated acronym.
Unfortunately, that can lead to salespeople spending
their valuable presentation time trying to define and
explain the messaging itself and not the associated
business value to your customer.
Instead, try enabling salespeople to tell a story that
explores business challenges and your approach to
solving them. When it’s appropriate in the discussion,
sketch in the acronym and link it between the pains
and solutions. Next, script a line that says, “Here at XYZ
company, we call that <your special term and acronym>.
”Remember, customers want to know how you solve
problems (your unique approach to value). Analysts
want to know what you call it (your brand category
and acronym).
®
2. 2. Use the voice of experience.
Don’t think for a moment you can create this
introductory dialogue without interviewing and
gathering data from some very seasoned folks in your
sales and executive organizations. They are the best
at sharing a good dose of reality in what an executive
tête-à-tête can or cannot be. But there is one caveat
to remember when questioning these valuable
resources – even your most senior executives
can sometimes fall back on the same comfortable
pitch. Stretch them to help you build an elevated
discussion – one that sets your company apart. Make
sure they can articulate what you are expecting your
salespeople to present. In this role, you’ll be as much
of a strategist and facilitator as an interviewer.
Above all, keep this important project on track by
owning the result, making decisions that keep it moving
forward and ensuring the project does not become
victim of death by committee. Remember, this scripted
piece will evolve alongside your messaging. Thus, a six-
month shelf life is appropriate for this type of sales tool.
3. Make it meaningful and memorable
for customers.
Two suggestions here. First, keep points brief and on
target. For example, “We work toward solving three
key business challenges” helps customers associate you
with specific pain areas right up front. Remember, your
customer is likely to have to carry your story forward
to his/her colleagues to gain buy-in and move the sales
process forward. So, keep your point simple enough
that your customer can then repeat it in his/her own
environment and further your sales cause.
Second, use examples. This introductory presentation
is a great place to leverage case study (success story)
data in a more personal way. Even if you don’t/can’t
use specific company names, cite situations where your
company was able to address business pains in a unique
and measurable way.
4. Make it memorable for salespeople.
Technology sales can be very complicated. We have
all watched whiteboard presentations with boxes,
clouds and lines ad infinitum. To create the ultimate
introductory executive-level talk, you must first
determine what is appropriate for your sales team
to present – and it probably won’t have any technology
in it at all. That fact alone can be unsettling to
salespeople who are used to drawing (or talking about)
boxes and clouds.
When developing the whiteboard content and
corresponding visuals, remember some basic
speechwriting rules. Keep sentences short and
leverage techniques, such as the art of alliteration and
consonance where it makes sense. Avoid lengthy terms,
phrases and acronyms that need to be defined to be
understood. Be sure to supplement the whiteboard
tool with instructions for use to help salespeople know
when and how to engage in such a dialogue. That also
helps them mentally prepare for the right time to ease
into the script.
Chances are, if you’re going to invest the time and
money in creating an executive-level whiteboard
conversation for your sales organization, you’re
probably going to expect them to learn it verbatim.
But before engaging your training organization to test
each and every salesperson, remember to test yourself
first. If you can’t memorize or even read it, how can you
expect the sales team to be successful? Also test the
executive team that supported its development. Finally,
try out the tool with a small group of salespeople and
make last-minute modifications before rolling out to
your general sales force.
Five Quick Tips for Creating Conversations Salespeople Will Use
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